Alliance Account Executive

About Shelf:

There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects havent deployed. Why Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.

Weve helped some of the best brands like Amazon Mayo Clinic AmFam and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI.

Simply put Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers.

Shelf is partnered with Microsoft Salesforce Snowflake Databricks OpenAI and other big tech players who are bringing GenAI to the enterprise.

Our mission is to empower humanity with better answers everywhere.

Job Overview:

The Alliance Account Executive serves as the critical bridge between our partners Go-to-market motion and accelerated customer acquisition. This role is the operational counterpart to the Alliance Manager diving deep into active sales cycles. Your primary focus is closing high-value partner-sourced accounts and using those wins to engineer a scalable repeatable sales process that drives partner autonomy and revenue growth on partner paper.

This is a hunter and process-builder role for an individual who excels in complex deal orchestration possesses deep commercial acumen and is passionate about turning successful deals into documented repeatable playbooks

Core Responsibilities:

Deal Ownership & Accelerated Closure

• Take ownership of high-potential target accounts identified by partner client-facing representatives. Act as the internal sales lead quarterbacking the deal from qualification through to close on partner paper.
• Execute a hands-on consultative co-selling motion including leading discovery calls developing joint value propositions delivering high-stakes presentations and managing complex negotiations to accelerate sales cycles.
• Exceed aggressive quarterly and annual revenue targets derived specifically from partner-led closed deals.
• Maintain meticulous opportunity management and provide accurate timely sales forecasts to internal leadership ensuring pipeline health and deal progression momentum.

Process Engineering & Partner Autonomy

• Systematically analyze successful deal cycles to develop and document a scalable repeatable sales process and methodology for our partner ecosystem.
• Use insights from account engagements to inform and improve partner enablement materials tools and training ensuring the partner carries more and more of the sales process independently over time.
• Conduct live deal reviews and one-on-one coaching sessions with partner sales reps teaching best practices learned from experienced closing success

Partnership Integration & Collaboration

• Develop and maintain strong trust-based relationships with partner sales leadership and individual representatives ensuring alignment on target accounts and deal strategies.
• Collaborate extensively with internal teams (Product Marketing Legal and Sales Engineering) to ensure partner deals are supported with the necessary technical and legal resources.

What You Bring:

• 5 years of successful experience in direct sales (Quota-Carrying AE) Partner Sales or a high-touch Co-Selling role preferably in the technology sector (SaaS/Cloud).
• Proven track record of closing complex large-scale transactions and consistently achieving or exceeding sales quotas.
• Demonstrable experience in process documentation sales methodology design or partner program optimization.
• Exceptional skills in presentation negotiation and strategic account mapping.
• Ability to travel as required to support partner engagements and target account opportunities.
  
  

What We Offer:

• Competitive salary: $135000 Base Salary $135000 Variable
• Generous equity grant in the form of company stock options
• Comprehensive health and wellness packages
• Open PTO
• Realistic clearly communicated expectations
• Team-wide aligned values and goals

Location:
Remote work in the United States with travel to Stamford CT as needed.

Why Shelf:

• Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan
• We love our customers and our customers love us. Ask a Shelf customer why and theyll tell you its because of our innovative capabilities rock-solid reliability they truly enjoy working with our people but most of all its the improvements they see in their business KPIs.
• We have raised over $60 million in funding and our investors include Tiger Global Insight Partners Connecticut Innovations and others
• We have high velocity growth powered by the most innovative product in our category 3X growth for 3 years in a row
• We now have over 100 employees in multiple U.S. states and European countries and we have ambitious hiring goals over the next few months

Shelf Values:

Quality - Were united by our focus on worldclass Quality. Quality in all things starting with everything that leaves your desk. Everything you touch every email report campaign and piece of code should be outstanding. Your work product should blow people away. Having people look at what youve done and say Wow. Thats the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanshipyour ability to make things better.

Momentum - for us means that you should know that the things youre responsible for are moving forward. When you look around and see something thats stalled get it moving again. We pride ourselves on ball movement. When your boss or team leaves you with something they should return to see measurable progress. Small continuous movement is our recipe for success. Constantly look for how to make the work around you move forward. We want you to initiate solutions ideas and progress. Dont wait for it to come to youreach out and create movement. All the time.

Accountability - We expect every team member to feel that they are accountable for more than anyone might normally expect. Each of us should feel real responsibility for things even at the edge of our control. We consistently share and align on expectations give each other open and respectful feedback and use those two drivers to ensure that every agreement we make with one another is clear and complete.

Hard Work - Were here to do something difficult together. We care intensely about the mission and we expect that from our teammates. That care means that we work hard here. Hard work comes with long hours extra effortand real opportunity at Shelf. Your passion for creating and sustaining output is a part of our DNA. Support each other cheer each other on drive the mission forward. Great teams sustain intense effort together to win.

Learning Agility - Were innovating in one of the fastestmoving spaces in history at a time of accelerating global change. Thats incredibly exciting and requires each of us to commit fully to learning each and every day so that we can be the best at what we do. None of us know everything. All of us can learn anything. Staying open and constantly curious is a key success driver at Shelf. It also requires humility. We prize people who are consistently humble and open to making mistakes and growing from them. Recognize also that learning itself is a skillwe need you to be really good at it. Keep dialing in your own understanding about how you learn best and push yourself to keep growing.

Adapt and Thrive - Overcoming challenges lives deep in our DNA. We have a proud history of understanding and living the reality that obstacles are our opportunitiestheyre the key to our success. Change is a constant in our business and fighting change is counterproductive. We need you to be good at being uncomfortable and understand that discomfort is the key to growth. Cultivate your own ability to adapt and know that struggling well is something youll share with every team youre on at Shelf. Our company stories are about thriving through real difficultytogether.

Win Together - We win or lose as a team. Always. Everything you do here is connected to the rest of the organization. Part of our shared team environment demands full honestyreal candor and directness with one another. We expect you to constantly be thinking about how to support your teammates and the company always acting in service to our shared mission and whats best for the organization as a whole.